BLOG

Sales Force Automation - I

For any organization, success lies in optimizing the productivity as it directly affects revenues and customer experience. Managing Salesforce has become a herculean task for organizations who employ large sales workforce. The challenges of organizations include: managing your field workforce and gaining transparency across field operations, time spent in non-revenue generating activities, inaccurate data, idle time in between the jobs, loss of huge consumer data, underutilization of resources and target group spread across geographies. 

With organizations facing the above challenge,s sales-force automation emerges as a competitive necessity which involves the application of technology to support sales people and their managers. Broadly, sales force automation enables members of sales teams to become more efficient and effective in their job roles. To keep it simple technology enables companies to collect, store, analyze, distribute and use customer-related data for sales purposes. Customer-related data like this is the key to customer orientation and the development of long-term mutually beneficial relationships with customers. 

Sales Force automation software from solutions providers enables sales representatives and their managers to manage sales pipelines, track contacts and configure products, among many other things.  It also provides reports for sales representatives and managers. It keeps sales representatives and managers aware of complete or pending activities by establishing to-do lists. It also helps in handling ad-hoc requests/ leads and monitoring progress. 

Sales Force Automation - I

An efficient sales force automation software helps in allowing leads to be allocated to representatives and account managers on the basis of nearby territory or product expertise. Salespeople follow the steps as if following a checklist, ensuring that all opportunities are handled consistently. Sales representatives can view their own opportunities linked to additional information such as contacts, activities, meeting stage, minutes of meeting, product proposals etc. Sales forecasting offer sales representatives and managers a number of qualitative and quantitative processes to help forecast sales revenues and close rates. 

Most sales force automation applications can generate a wide range of standard and customized reports which are useful to salespeople, sales managers and executive management. Customised dashboards ensure that people receive reports matched to their roles and responsibilities. Drill down capabilities mean that users can thoroughly investigate the reasons behind results in dashboard reports. Furthermore, dashboards can be integrated with third-party analytics to deliver deeper analysis of sales performance and problems. 

Benefits of Sales Force Automation :

The key benefits of sales force automation include improved customer relations, improved sales force productivity, increased sales revenue, market share growth, higher lead conversion rates, reduced cost of sales, more closing opportunities and improved profitability. These benefits appeal to differing sales force automation stakeholders: 

  1. Sales executive: shorter sales cycles, more closing opportunities, higher lead conversion rates
  2. Sales managers: improved salesperson productivity, improved customer relations, accurate reporting, reduced cost of sales

In addition to these measurable outcomes, there may be additional benefits such as less rework, more timely information and better quality management reports. 

Let us discuss how Sales Force Automation changes sales performance in the next blog.

YOu might also like this:

Enterprise Mobility – Evolution and Stages of EM

Enterprises stress at gaining competitive advantage. User delight, efficient/productive workforce, and resource optimization lead them to versatile challenges for mobility. In the process of achieving it, the companies might face challenges in terms of data security, enterprise data gateway, device/platform diversity, manageability (application distribution and data management), and user experience.

Feature Enhancements: October 1st, 2016

Our latest set of feature enhancements makes it easier for you to sip your coffee while our software does the work for you!

Systems for linking the Enterprise

Getting all the different kinds of systems in a company to work together has proven a major challenge. One solution is to implement enterprise applications, which are systems that span functional areas, focus on executing business processes across the business form, and include all levels of management.